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| dc.contributor.author | Motwani, Dhaval | |
| dc.date.accessioned | 2023-08-23T20:30:36Z | |
| dc.date.available | 2023-08-23T20:30:36Z | |
| dc.date.issued | 2023-07-17 | |
| dc.identifier | 391eb54c-5326-4995-97ee-fedd04533ee3 | |
| dc.identifier.uri | https://openlibrary-repo.ecampusontario.ca/jspui/handle/123456789/1880 | |
| dc.description.tableofcontents | Chapter 1: Introduction & Careers in Sales | en_US |
| dc.description.tableofcontents | Chapter 2: Why and How People and Organizations Buy | en_US |
| dc.description.tableofcontents | Chapter 3: Introduction to the Selling Process: Prospecting and Qualifying | en_US |
| dc.description.tableofcontents | Chapter 4: The Power of Effective Communication | en_US |
| dc.description.tableofcontents | Chapter 5: Selling Process: Pre-Approach and Approach | en_US |
| dc.description.tableofcontents | Chapter 6: The Selling Process - Presentation and Handling Objections | en_US |
| dc.description.tableofcontents | Chapter 7: The Selling Process – Closing and Follow up | en_US |
| dc.description.tableofcontents | Chapter 8: Recruiting, Training and Leading Sales Personnel | en_US |
| dc.description.tableofcontents | Chapter 9: Leading and Motivating a Sales Team | en_US |
| dc.description.tableofcontents | Chapter 10: Sales Budget and Sales Forecasting | en_US |
| dc.description.tableofcontents | Chapter 11: Sales Analytics | en_US |
| dc.description.tableofcontents | Chapter 12: Channel Sales Partners | en_US |
| dc.language.iso | eng | en_US |
| dc.publisher | Fanshawe College Pressbooks | en_US |
| dc.relation.isformatof | https://ecampusontario.pressbooks.pub/salesleadershipmgmt/ | en_US |
| dc.rights | CC BY-NC-SA | https://creativecommons.org/licenses/by-nc-sa/4.0/ | en_US |
| dc.subject | Sales and marketing management | en_US |
| dc.title | Sales leadership management | en_US |
| dc.type | Book | en_US |
| dc.type | Learning Object | en_US |
| dcterms.accessRights | Open Access | en_US |
| dcterms.educationLevel | College | en_US |
| dcterms.educationLevel | University - Undergraduate | en_US |
| dcterms.educationLevel | Adult and Continuing Education | en_US |
| dc.identifier.slug | https://openlibrary.ecampusontario.ca/catalogue/item/?id=391eb54c-5326-4995-97ee-fedd04533ee3 | |
| ecO-OER.Adopted | Yes | en_US |
| ecO-OER.AncillaryMaterial | No | en_US |
| ecO-OER.InstitutionalAffiliation | Fanshawe College | |
| ecO-OER.ISNI | 0000 0001 0487 5961 | |
| ecO-OER.Reviewed | No | en_US |
| ecO-OER.AccessibilityStatement | No | en_US |
| ecO-OER.CourseTitle | MGMT-7029 Fanshawe College | en_US |
| lrmi.learningResourceType | Instructional Object - Lecture Material | en_US |
| lrmi.learningResourceType | Assessment - Self-Assessment/Practice | en_US |
| lrmi.learningResourceType | Learning Resource - Textbook | en_US |
| lrmi.learningResourceType | Learning Resource - Book | en_US |
| ecO-OER.POD.compatible | No | en_US |
| dc.description.abstract | This textbook was complied for students in the Sales Leadership and Management course at Fanshawe College. This text introduces students to sales and the sales process along with a strategic and consultative sales model to develop and manage customer relationships effectively. Topics include: careers in sales, customer buying behaviour, the selling process, recruiting and leading a sales team, sales budgets and forecasting, sales analytics, and channel sales partners. | en_US |
| dc.subject.other | Business & Economy | en_US |
| ecO-OER.VLS.Category | None | en_US |
| ecO-OER.VLS | No | en_US |
| ecO-OER.CVLP | No | en_US |
| ecO-OER.ItemType | Learning Resource | en_US |
| ecO-OER.ItemType | Lecture Material | en_US |
| ecO-OER.ItemType | Textbook | en_US |
| ecO-OER.MediaFormat | eBook | en_US |
| ecO-OER.MediaFormat | en_US | |
| ecO-OER.VLS.cvlpSupported | No | en_US |
